Jane Dickson PacWest SMS&P General Manager Microsoft Corporation Washington Society of Association Executives.

Jane DicksonJane DicksonPacWest SMS&P General ManagerPacWest SMS&P General ManagerMicrosoft CorporationMicrosoft Corporation

Washington Society of Washington Society of Association ExecutivesAssociation Executives

Today’s AgendaToday’s Agenda

Welcome and IntroIncreasing Automation and Improving Member LoyaltyInformation Worker solutionsTying it all together with process automationKeynote luncheon – Darren HustonWrap up Solutions expo

Welcome and IntroIncreasing Automation and Improving Member LoyaltyInformation Worker solutionsTying it all together with process automationKeynote luncheon – Darren HustonWrap up Solutions expo

Increasing Automation and Improving Member LoyaltyIncreasing Automation and Improving Member Loyalty

Jason HardestyDiane SwingenDanny Knight

Jason HardestyDiane SwingenDanny Knight

AgendaAgenda

Mobile & Connected WorkforceRelationship ManagementRetail Management

Mobile & Connected WorkforceRelationship ManagementRetail Management

Microsoft Small Business Microsoft Small Business ServerServerSolutions for a Mobile Solutions for a Mobile and Connected and Connected WorkforceWorkforce

AgendaAgenda

Small Organization ChallengesIntroducing Windows Small Business Server 2003Summary

Small Organization ChallengesIntroducing Windows Small Business Server 2003Summary

Small Organization ChallengesSmall Organization Challenges

Pressure to changeNeed to get on top of business informationNeed more productivity from employeesNeed to take advantage of the InternetNeed more control

Anxiety over changingLow cost & effortNo in-house expertise requiredNo worry or hassleLess time away from business

Windows Small Business Server 2003Now you can . . .

Windows Small Business Server 2003Now you can . . .

Get 20%1 more done every dayCompete with big businessesSecure intellectual propertyReach more members & serve them better

1 Forbes.com

Get 20%1 more done every dayCompete with big businessesSecure intellectual propertyReach more members & serve them better

1 Forbes.com

Get 20% more done every dayGet 20% more done every day

Establish an internal website with no application development costs, providing access to your corporate resourcesProvide 24x7 access to e-mail and other information assetsNo waiting in line for the fax machine or printerEmployees can recover files without IT

Establish an internal website with no application development costs, providing access to your corporate resourcesProvide 24x7 access to e-mail and other information assetsNo waiting in line for the fax machine or printerEmployees can recover files without IT

DemonstrationDemonstration

24x7 access to information assets24x7 access to information assets

Other BenefitsOther Benefits

Compete with big businessesImproved web presence & member reachAdvanced reporting on CEd status and…

Secure intellectual propertyDisaster planning – backup and restore info. centrallyPrevent accidental distribution of sensitive info.

Reach more members and serve them better

Providing more services & info. onlineInstant messaging

Compete with big businessesImproved web presence & member reachAdvanced reporting on CEd status and…

Secure intellectual propertyDisaster planning – backup and restore info. centrallyPrevent accidental distribution of sensitive info.

Reach more members and serve them better

Providing more services & info. onlineInstant messaging

Out-of-the-Box Return-on-InvestmentEvidence from Early Adopters

Out-of-the-Box Return-on-InvestmentEvidence from Early Adopters

Exceptionally high ROI: 63% - 2000%.Virtually instant payback of costsNo sweat setupImproved customer responsivenessA complete, affordable network solutionThe ability to be more productiveImproved quality of life

A new way to do more, with lessWindows Small Business Server 2003

A new way to do more, with lessWindows Small Business Server 2003

Get 20% more done every dayGet 20% more done every day

Compete with big businessCompete with big business

Reach more members and serve them betterReach more members and serve them better

Secure intellectual propertySecure intellectual property

Customer Relationship

Management Sales, customer service, and

reporting tools

Customer Relationship

Management Sales, customer service, and

reporting tools

THE RIGHT TECHNOLOGY SOLUTIONS TO TAKE YOUR BUSINESS TO THE NEXT LEVEL

Today’s growing associations face many challenges. Today’s growing associations face many challenges.

Missed revenue targetsMissed revenue targetsTime and cost of IT management and support

Declining member satisfaction

Inability to forecast accurately

Meeting budget goals

Easy to use

Easy to set up

Easy to customize

Easy to maintain

Easy to integrate

Easy to use

Easy to set up

Easy to customize

Easy to maintain

Easy to integrate

Why CRM for Members?

Get rock-solid solutions to these challenges and more.Get rock-solid solutions to these challenges and more.

Technology solutions can help build your competitive edge in three key areas:

Improve Membership Management

Increase Membership Loyalty thru better and more efficient customer service

Integration of member information within your organization, and with other business technology (Web services, e-mail support, office productivity applications, and other business management software)

Technology solutions can help build your competitive edge in three key areas:

Improve Membership Management

Increase Membership Loyalty thru better and more efficient customer service

Integration of member information within your organization, and with other business technology (Web services, e-mail support, office productivity applications, and other business management software)

CHALLENGE: Improve Member Management.CHALLENGE: Improve Member Management.SOLUTION:

Increase member management with automatic lead routing, member history, and membership management tools

Reduce costs by applying resources at the right time and only on qualified new member opportunities

Reduce costs with simplified IT installation and application to track members

SOLUTION:

Increase member management with automatic lead routing, member history, and membership management tools

Reduce costs by applying resources at the right time and only on qualified new member opportunities

Reduce costs with simplified IT installation and application to track members

CHALLENGE: Unable to renew memberships.CHALLENGE: Unable to renew memberships.SOLUTION:

Target marketing efforts based on access to detailed member demographic information

Track new member lead through the entire sales cycle, and track marketing campaign effectiveness by rep and location to learn what’s effective

Provide better member service with access to up-to-date customer support histories

Improve member satisfaction with timely delivery

SOLUTION:

Target marketing efforts based on access to detailed member demographic information

Track new member lead through the entire sales cycle, and track marketing campaign effectiveness by rep and location to learn what’s effective

Provide better member service with access to up-to-date customer support histories

Improve member satisfaction with timely delivery

CHALLENGE: Inability to track member activity.CHALLENGE: Inability to track member activity.SOLUTION:

Better manage your members and all activities with a 360 degree view of all interactions with your members

View all member information including key players, member activity, and renewal process—from lead to closure

Track event attendance and all correspondance throughout the year with all members to help increase renewal success and better event attendance % among members.

SOLUTION:

Better manage your members and all activities with a 360 degree view of all interactions with your members

View all member information including key players, member activity, and renewal process—from lead to closure

Track event attendance and all correspondance throughout the year with all members to help increase renewal success and better event attendance % among members.

The ResultsThe Results

Lowest total cost of ownership

Highest Return on Investment for retaining new members and obtaining new members

Better communication with Members

Better Predict renewals and event attendance.

Lowest total cost of ownership

Highest Return on Investment for retaining new members and obtaining new members

Better communication with Members

Better Predict renewals and event attendance.

What Do CRM Applications Do?What Do CRM Applications Do?

YourAssociation

YourAssociation

YourMember

YourMember

Member Renewals

Events

Continuing Education

Evaluations

Professional Development

New Members

Product Sales/Inventory

Keeping Members Is ValuableKeeping Members Is Valuable

Time

Pro

fit

Profit from pricepremium

Profit from referrals

Profit from reducedoperating costs

Profit from increasedpurchase

Base Profit

Profit from pricepremium

Profit from referrals

Profit from reducedoperating costs

Profit from increasedpurchase

Base Profit

It is 6-7 times more expensive to gain a new customer than retain an existing customer. (Harvard Business Review)

Improve Business

ProductivityLower TCO

Integrate Powerfully

Extend Easily

Make informed business decisions

Improve Sales Success

Deliver Superior Customer Service

Share Information

Set-up easily

Customize easily

Use easily

Maintain easily

CRM w/SBS for small business

Microsoft Office (Outlook)

Financial Management

Other business systems

Tailor for vertical or industry specific deployments

Complete kit for customization

Microsoft CRM Design PillarsMicrosoft CRM Design Pillars

CRM for MembersCRM for Members

IntegratedPartners

InformedManagement

ConnectedMembers

EmpoweredEmployees

FinancialAutomation

MemberServices

Sales & Marketing Automation

CRM

Demo Slide HolderDemo Slide Holder

Microsoft CRM ISV – ProTech for Associations Microsoft CRM ISV – ProTech for Associations

Designed for AssociationsFlexibility of Microsoft CRMCase Study in your packet

Designed for AssociationsFlexibility of Microsoft CRMCase Study in your packet

New Members & Renewals

Product Sales & Inventory

Conference Registrations

Exhibit Booth & Contract Management

Advertising Sales Management

Professional Development & Certification

Program Development & Fund Raising

New Members & Renewals

Product Sales & Inventory

Conference Registrations

Exhibit Booth & Contract Management

Advertising Sales Management

Professional Development & Certification

Program Development & Fund Raising

PROTECH CRM for Members

Word Perfect

Lotus 1-2-3

GroupWise, Eudora

Word Perfect

Lotus 1-2-3

GroupWise, Eudora

Microsoft WordMicrosoft ExcelMicrosoft Outlook

Microsoft WordMicrosoft ExcelMicrosoft Outlook

NovellOracle, Btrieve, CtreeNetscape Navigator

TMA Resources, IMIS, Avectra

Microsoft Windows 2000Microsoft SQLMicrosoft Internet Explorer

Microsoft CRM and PROTECH CRM for Members

Why CRM for Members & Microsoft CRM? The business reality of Microsoft

Video | Maximum ImpactVideo | Maximum Impact

360 degree view of customer

Anticipating customer needs

Differentiation and competitive advantage

“Turn on a dime”

Increased customer satisfaction and loyalty

“Building on relationships one at a time”

360 degree view of customer

Anticipating customer needs

Differentiation and competitive advantage

“Turn on a dime”

Increased customer satisfaction and loyalty

“Building on relationships one at a time”

“Every time [our customers] interact with us, it is as if we have anticipated their need”

“Microsoft CRM is the life of our company”

Benefits of Microsoft CRM to your Member Businesses

Benefits of Microsoft CRM to your Member BusinessesIncrease sales success

Provide superior customer service

Accurately forecast sales

Analyze business performance

Build more profitable customer relationships

Make informed, agile business decisions

Less time and money doing the above, means more time and money to spend with you and your associations

Increase sales success

Provide superior customer service

Accurately forecast sales

Analyze business performance

Build more profitable customer relationships

Make informed, agile business decisions

Less time and money doing the above, means more time and money to spend with you and your associations

empower

The Microsoft Business Solutions commitmentThe Microsoft Business Solutions commitmentWith 260,000 customers world wide,

Microsoft BusinessSolutions is known for quality, easy-to-

use, high-value business applications and services.

THE GOAL IS TO empower COMPANIES TO:MAKE smarter, FASTER BUSINESS DESCISIONS. IMPROVE EMPLOYEE AND BUSINESS productivity. GAIN A competitive ADVANTAGE.

With 260,000 customers world wide, Microsoft Business

Solutions is known for quality, easy-to-use, high-value

business applications and services.

THE GOAL IS TO empower COMPANIES TO:MAKE smarter, FASTER BUSINESS DESCISIONS. IMPROVE EMPLOYEE AND BUSINESS productivity. GAIN A competitive ADVANTAGE.

Microsoft Business SolutionsRetail Management SystemMicrosoft Business SolutionsRetail Management System

Jason Hardesty

Retail Technology Specialist

Chain-wide pricing, purchasing & inventory controlView & analyze data across entire business or store-by-storeSet and monitor policies and procedures for every store

Chain-wide pricing, purchasing & inventory controlView & analyze data across entire business or store-by-storeSet and monitor policies and procedures for every store

Streamline business operationsMake informed decisionsMarket, promote, and sell across channelsReduce POS system and operation costsEasily expand to multi-store operations

Streamline business operationsMake informed decisionsMarket, promote, and sell across channelsReduce POS system and operation costsEasily expand to multi-store operations

One or More Store LocationsMultiple Cash Registers per Store

Head Office /Lead Store

Microsoft Retail Management Microsoft Retail Management SystemSystem

Application ExtensionsApplication Extensions

Merchant Services and Merchant Services and ISVsISVs

SQL Server/MSDESQL Server/MSDE

AccountingAccounting

ApplicationApplicationss

RetailRetailManagement Management

SystemSystem

How can RMS help you?How can RMS help you?

Solution to automate sales of materials to your membersSolution to mention to any of your member’s in the retail industry who have a need to automate their businesses

Solution to automate sales of materials to your membersSolution to mention to any of your member’s in the retail industry who have a need to automate their businesses

Business Challenge #1: Enhance Productivity and EfficiencyBusiness Challenge #1: Enhance Productivity and Efficiency

•Lack of inventory visibility & reliable control•Time-consuming manual processes•Lack of an overall view of the business•Unable to optimize supplier relationships

Common Business ConcernsCommon Business Concerns

•Helps employees instantly check prices and availability and locate stock•Automated pricing, stock and inventory activities•Hundreds of standard and customized reports available•Centralized vendor histories contain past purchases and discounts

Retail Management System SolutionRetail Management System Solution

•Reduce shrinkage by gaining visibility and control over inventory movement •Helps customers be up and running quickly with rapid ROI•Helps make smarter decisions through accurate and timely data•Manage suppliers more effectively to receive the best service and lowest price

BenefitsBenefits

Business Challenge #2: Improve Customer ExperienceBusiness Challenge #2: Improve Customer Experience

•Long checkout lines can drive customers away or sour their buying experience•Inefficient purchase and return procedures can frustrate customers and employees•Out-of-stock items result in lost sales

Common Business ConcernsCommon Business Concerns

•Helps to reduce checkout times and simplify returns with an easy-to-use system•Can eliminate overcharges with access to price, promotion, and discount information•Provides customers with several payment options•Helps customers manage inventory levels effectively

Retail Management System SolutionRetail Management System Solution

•Increased customer satisfaction and loyalty•Faster transactions can equate to increased sales

BenefitsBenefits

Business Challenge #3: Ability to GrowBusiness Challenge #3: Ability to Grow

•Is our investment lost if we grow into multiple stores or different retail channels?•Can I integrate with other solutions to solve unique business needs?•Will my local service partner and the software developer will be here to support me?

Common Business ConcernsCommon Business Concerns

•Add stores and lanes as needed•Packaged integration to leading accounting applications•Ability to extend solution with custom applications and/or vertical solutions•Microsoft supports more than 17,000 customers in more than 55 countries

Retail Management System SolutionRetail Management System Solution

•Solution grows as the business grows•“Big business” functionality designed for small to medium-sized businesses•Application flexibility to help meet future needs•Long-term application growth and support path from established market leader•Choice of local partners for implementation, ongoing support and training

BenefitsBenefits

04/19/23

Office System 2003Enabling the Information Worker

Amy ClearyBusiness Development Manager

Aurora Consulting Group, Inc.

Amy ClearyBusiness Development Manager

Aurora Consulting Group, Inc.

Kathleen ThorntonBusiness Productivity AdvisorMicrosoft Corporation

Kathleen ThorntonBusiness Productivity AdvisorMicrosoft Corporation

Jason PeggChief Technology OfficerAurora Consulting Group, Inc.

Jason PeggChief Technology OfficerAurora Consulting Group, Inc.

AgendaAgenda

Microsoft Office System todayCommon Association ChallengesSharePoint – Addressing the ChallengesOffice System 2003 DemonstrationAdditional Features / Related TechnologiesThe SharePoint Value Proposition

Microsoft Office System todayCommon Association ChallengesSharePoint – Addressing the ChallengesOffice System 2003 DemonstrationAdditional Features / Related TechnologiesThe SharePoint Value Proposition

Common Association ChallengesCommon Association Challenges

Dissemination of InformationNo one knows what's new

No one is notified when something changes

Keeping up-to-date on events is difficult

Organization of InformationInformation structures are nonsensical

You can’t find what you KNOW is out there

Information Overload– Members and staff can’t filter through it all

Information CollaborationOnline services (membership forms, membership dues, etc.)

Committee collaboration for geographically dispersed members

Dissemination of InformationNo one knows what's new

No one is notified when something changes

Keeping up-to-date on events is difficult

Organization of InformationInformation structures are nonsensical

You can’t find what you KNOW is out there

Information Overload– Members and staff can’t filter through it all

Information CollaborationOnline services (membership forms, membership dues, etc.)

Committee collaboration for geographically dispersed members

SharePoint – Addressing the ChallengesSharePoint – Addressing the Challenges

Dissemination of InformationEasily Accessible News and Announcements

Proactive Notification of Changed Information

Calendar Capabilities (Events, tie-ins with Outlook 2003, more)

Organization of InformationEase of Information Organization with Areas

Powerful Search Capabilities

Information CollaborationProvides ad hoc, team, committee, entire association

Integration with additional collaboration technologies (Live Meeting, Live Communication Server, InfoPath, Others)

Dissemination of InformationEasily Accessible News and Announcements

Proactive Notification of Changed Information

Calendar Capabilities (Events, tie-ins with Outlook 2003, more)

Organization of InformationEase of Information Organization with Areas

Powerful Search Capabilities

Information CollaborationProvides ad hoc, team, committee, entire association

Integration with additional collaboration technologies (Live Meeting, Live Communication Server, InfoPath, Others)

S o l u t i o n D e m o n s t r a t i o nS o l u t i o n D e m o n s t r a t i o n

Office System 2003 demoOffice System 2003 demo

Why do we need Rights Management?Why do we need Rights Management?

Prevent people who receive documents or e-mail messages from forwarding, copying, or printing documents and attachments. Reduce document sharing or unintended use by setting an expiration date on a document, after which it cannot be viewed or modified. Help protect your documents from being unintentionally changed by using Word Formatting and Editing Restrictions. You can set permission controls on entire documents or portions of a document to prevent modifications or reformatting.

Prevent people who receive documents or e-mail messages from forwarding, copying, or printing documents and attachments. Reduce document sharing or unintended use by setting an expiration date on a document, after which it cannot be viewed or modified. Help protect your documents from being unintentionally changed by using Word Formatting and Editing Restrictions. You can set permission controls on entire documents or portions of a document to prevent modifications or reformatting.

Rights Management Is Not…Rights Management Is Not…

…Unbreakable, hacker-proof security…Designed for beyond the firewall scenarios…Protection against analog attacks

In the end, you can always retype the e-mail if you really want to forward it

…Unbreakable, hacker-proof security…Designed for beyond the firewall scenarios…Protection against analog attacks

In the end, you can always retype the e-mail if you really want to forward it

What Rights Management Can’t Stop…What Rights Management Can’t Stop…

Key FeaturesKey FeaturesDissemination of Information

News, Announcements, Events

MySite, MyLinks, Interest Areas

Alert functionality

Organization of InformationBrowse by topic

Strong Search Functionality

Information CollaborationReal-time collaboration, discussion boards

Content experts, area contacts

Tie-ins with Office 2003, InfoPath 2003, other products

Document workspaces, Calendar integration, Forms processing

Dissemination of InformationNews, Announcements, Events

MySite, MyLinks, Interest Areas

Alert functionality

Organization of InformationBrowse by topic

Strong Search Functionality

Information CollaborationReal-time collaboration, discussion boards

Content experts, area contacts

Tie-ins with Office 2003, InfoPath 2003, other products

Document workspaces, Calendar integration, Forms processing

Additional Features / Related TechnologiesAdditional Features / Related Technologies

Live MeetingOffice System 2003InfoPath 2003BizTalk Server 2004Live Communications Server 2003Windows SharePoint Services 2003Information Rights Management

Live MeetingOffice System 2003InfoPath 2003BizTalk Server 2004Live Communications Server 2003Windows SharePoint Services 2003Information Rights Management

Value PropositionValue PropositionOffice System 2003 Offers:

Connected teams, knowledge, applications

Consistent user experience across the site

Targeted content makes the information more productive

Highly scalable, robust platform of technologies

Trusted Names: Microsoft & Aurora Consulting

Group

Office System 2003 Offers:Connected teams, knowledge, applications

Consistent user experience across the site

Targeted content makes the information more productive

Highly scalable, robust platform of technologies

Trusted Names: Microsoft & Aurora Consulting

Group

Thank You!Thank You!

Tying it All TogetherProcess Automation

Tying it All TogetherProcess Automation

Dan [email protected]

AgendaAgenda

Process Automation for AssociationsSolution Demo for Event RegistrationAutomation Opportunity: Membership RenewalsProcess Automation for your Businesses

Process Automation for AssociationsSolution Demo for Event RegistrationAutomation Opportunity: Membership RenewalsProcess Automation for your Businesses

Link processes & systemsMembership Registration/DuesMembership CommunicationsRenewalsContinuing EducationEventsMerchandise sales

ImpactEnable your association with information: collect it once, use it everywhereReduce manual effort & cycle timesIncrease accuracyImproved insight into bottlenecks

Link processes & systemsMembership Registration/DuesMembership CommunicationsRenewalsContinuing EducationEventsMerchandise sales

ImpactEnable your association with information: collect it once, use it everywhereReduce manual effort & cycle timesIncrease accuracyImproved insight into bottlenecks

Process Automation Solutionsfor Your AssociationsProcess Automation Solutionsfor Your Associations

Membership Registration/DuesMembership Registration/Dues

WSAE – how it is todayWebsite collects ordersManually download from the websiteManually submit credit card ordersManually update member databaseManually send confirmation emailsManually enter in financial system

WSAE – how it is todayWebsite collects ordersManually download from the websiteManually submit credit card ordersManually update member databaseManually send confirmation emailsManually enter in financial system

Event RegistrationEvent Registration

ChallengesOnline registrations often result in emails or list downloads to identify registrantsManual tracking of registrants, supply inventory, available seatsManual sign-in sheetsLimited visibility into pre-event status of meals, materials, expected attendance

ChallengesOnline registrations often result in emails or list downloads to identify registrantsManual tracking of registrants, supply inventory, available seatsManual sign-in sheetsLimited visibility into pre-event status of meals, materials, expected attendance

Demonstration – Event RegistrationDemonstration – Event Registration

Event RegistrationMember experience

Ease of online registrationIncreased satisfaction with accuracy of meal, t-shirt choices etc.

Association experienceKeep a “pulse” on event registration to size the venue, catering, and supplies accordinglyAutomation of information flowUse the information, don’t just retype itReduced cost of manual tasksIncreased accuracy, member satisfactionImproved planning for future events

Event RegistrationMember experience

Ease of online registrationIncreased satisfaction with accuracy of meal, t-shirt choices etc.

Association experienceKeep a “pulse” on event registration to size the venue, catering, and supplies accordinglyAutomation of information flowUse the information, don’t just retype itReduced cost of manual tasksIncreased accuracy, member satisfactionImproved planning for future events

DemonstrationDemonstration

Event RegistrationEvent Registration

Other Scenarios – Continuing Ed.Other Scenarios – Continuing Ed.Automate recording & tracking continuing education credits through on-site event check-in process

ImpactReduced cost of manual effort required to record and track CEd creditsIncreased accuracy in reporting of CEd statusImproved member satisfactionRemain competitive with other CEd institutions

Automate recording & tracking continuing education credits through on-site event check-in process

ImpactReduced cost of manual effort required to record and track CEd creditsIncreased accuracy in reporting of CEd statusImproved member satisfactionRemain competitive with other CEd institutions

Other Scenarios – Member Feedback

Other Scenarios – Member FeedbackAutomate consolidation of member

feedback from electronic surveys regarding

Association eventsMembership program benefitsMember referrals…

ImpactBetter “pulse” on member experienceIncreased member satisfactionImproved member loyaltyIncreased membership referrals

Automate consolidation of member feedback from electronic surveys regarding

Association eventsMembership program benefitsMember referrals…

ImpactBetter “pulse” on member experienceIncreased member satisfactionImproved member loyaltyIncreased membership referrals

Other Scenarios - RenewalsOther Scenarios - RenewalsMembership Renewals - automate online

application submission with electronic payment and bookkeeping systemCertification Renewals - additionally, automate online application submission with CEd validation process

ImpactEliminate costly manual steps and errorsImprove cash flow through reduced cycle time from application submitted to payment received

Membership Renewals - automate online application submission with electronic payment and bookkeeping systemCertification Renewals - additionally, automate online application submission with CEd validation process

ImpactEliminate costly manual steps and errorsImprove cash flow through reduced cycle time from application submitted to payment received

Process Automation Solutionsfor Member BusinessesProcess Automation Solutionsfor Member Businesses

Any business process includingDuplicate entry of the same informationManual payment processing

Challenged to meet compliance regulations & leverage industry standards such as HIPAA, Rosetta Net, SWIFTDifficulty connecting with trading partnersConcerned about ability to maintain inventory to meet demand

Any business process includingDuplicate entry of the same informationManual payment processing

Challenged to meet compliance regulations & leverage industry standards such as HIPAA, Rosetta Net, SWIFTDifficulty connecting with trading partnersConcerned about ability to maintain inventory to meet demand

Learn MoreLearn More

www.microsoft.com/biztalkwww.microsoft.com/biztalk

Thank you for your time!Thank you for your time!

Lunch Break – 15 MinutesLunch Break – 15 Minutes

Keynote Speaker Darren HustonCorporate Vice PresidentCorporate Vice President

Keynote Speaker Darren HustonCorporate Vice PresidentCorporate Vice President

Darren Huston Darren Huston Corporate Vice PresidentCorporate Vice PresidentMicrosoft Microsoft

Washington Software Association Executive

Briefing

Why I’m Passionate about Technology!Why I’m Passionate about Technology!

“50% of Microsoft revenues come from the SMB space.”

“industry for years has been a fragmented market with a lack of access to broad automation and insight”

“This market is a huge area of growth and Microsoft plays an important role to lead the industry and help companies transform how they do business.”

“95% of revenues come through partners.”

Why Focus on SMB?Why Focus on SMB?

US SMSP OverviewUS SMSP Overview

800 People across the US800 People across the US

World Wide World Wide SMS&PSMS&P

USPG (VP)USPG (VP)

PartnersPartners

Business Business GroupsGroups

BG LeadsBG Leads

BG AlignmentBG AlignmentBusiness & Marketing Business & Marketing

LeadershipLeadershipSubsidiary Subsidiary

OrchestrationOrchestration

Insides Insides Sales Rep Sales Rep

Marketing &Marketing &Inside Sales (GM)Inside Sales (GM)

Relationship Marketing Engine

CustomerCustomer

HQ (Corp VP)HQ (Corp VP)

US SMS&P FIELDUS SMS&P FIELD

Region (VP)Region (VP) Region (VP)Region (VP) Region (VP)Region (VP)

6 Areas6 Areas 7 Areas7 Areas5 Areas5 Areas

Comparative R&DComparative R&DCompany Current Year

(in millions)

Microsoft $6,800

IBM $5,077

Nokia $4,736

Sony¨ $3,693

Sunª $1,837

Oracle $1,180

BEA Systems $141

Time Warner $136

palmOne $111

TIBCO Software° $64

Basic StackBasic Stack First ServersFirst Servers ApplicationsApplicationsIT InfrastructureIT Infrastructure

Messaging Messaging &&

NetworkinNetworkingg

SharePoiSharePoint nt

ServicesServices

Directory SecurityDirectory SecurityNetworking Networking

ManagementManagement

IIS .Net FrameworkIIS .Net Framework

CoreCoreMid-Mid-MarketMarket

Lower Lower Mid-Mid-MarketMarket

CASCAS

UpperUpperMid-Mid-MarketMarket

Small Small BusineBusinessss

Business Business ApplicationsApplications

The Power of the Stack

Your feedback helps drive innovation, customer satisfaction and value

Your breadth of experience and outlook makes you a valuable learning center for us

Engaging with you establishes broader and deeper customer and partner connections

Your feedback helps drive innovation, customer satisfaction and value

Your breadth of experience and outlook makes you a valuable learning center for us

Engaging with you establishes broader and deeper customer and partner connections

Value of Association Partnerships

© 2004 Microsoft Corporation. All rights reserved.© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Contacts for follow-upContacts for follow-upJane Dickson – Microsoft - PacWest General Manager

[email protected]

Brad Smith – Microsoft - Partner Engagement Manager

[email protected]

Pat Langowski – Tectura - Business Development Manager

[email protected]

Amy Cleary – Aurora Consulting - Account Executive

[email protected] 509-455-4300, ext. 306

Jane Dickson – Microsoft - PacWest General Manager

[email protected]

Brad Smith – Microsoft - Partner Engagement Manager

[email protected]

Pat Langowski – Tectura - Business Development Manager

[email protected]

Amy Cleary – Aurora Consulting - Account Executive

[email protected] 509-455-4300, ext. 306

© 2004 Microsoft Corporation. All rights reserved.© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

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